The Strategic Leader:Planning, Negotiation & Conflict Management

Module 1

Strategy and Strategic Planning

DAY 1

Strategic Thinking and Business Analysis

• What are strategy and strategic planning?

• Why are strategy and strategic planning important?

• What are the main conceptual frameworks?

• External analysis - understanding and analyzing business attractiveness - macroenvironmental factors, growth drivers, competitive forces, market dynamics

• Benchmarking your own strategic position/competitor analysis

• Analyzing customers

• “Thinking backward from the customer”

• Mini-case on importance of external analysis

DAY 2

Internal Analysis and fusion of analyses into strategic options

• The interface of external and internal analysis

• Internal analysis: financial

• Internal analysis; non-financial

• The concept and practicalities of the “balanced scorecard”

• Diagnosing strategic problems and opportunities

• A fusion of analyses into strategic choices - SWOT and the strategy matrix

• Case examples of strategic choice

• Mini-case on importance of internal analysis

DAY 3

Strategic plans and the relevance of alliances and joint ventures

• Review of the tools used so far

• The content of a strategy: avoiding “paralysis by analysis”

• Putting a strategic plan together – the 5-page framework

• A real-life example of a business strategy/strategic plan

• Strategies for alliances and joint ventures

• Example of best practice in alliances and joint ventures

• Introduction and briefing for the main case study

• First-phase group work on the main case study

DAY 4

Global strategy, teambuilding and the management of internal communication

• The essence of globalization and global strategy

• Globalization – the strategic dimension

• Globalization – the organizational dimension

• Globalization – the human dimension

• How to build and manage a strategic planning team

• Communicating strategy through the organization

• Gaining your team’s commitment and buy-in to the strategy

• Second-phase work on the main case study

DAY 5

Strategic implementation and getting the value out of strategy

• Final-phase work on the main case study

• Group presentations of the main case study

• Effective execution - converting strategic analysis and planning into action

• Linking strategy with operational objectives

• Implementation – getting practical things done

• Strategic planning of your own career

• Creating tomorrow’s organization out of today’s organization

• Conclusion - the corporate and individual value of strategic thinking

Module 2

Negotiation and Conflict Management in Organisations

DAY 6

Negotiation and Conflict Management

• Negotiation theory and practice – negotiation defined

• Power and society – the rise of negotiation and conflict management

• The sources of conflict in the organization

• Conflict escalation and steps to prevent it

• Conflict management strategies

• The two distinct approaches to negotiation

• Understanding your own negotiation style

• Negotiation as a mixed-motive process

DAY 7

Practical Negotiation Strategies

• Strategic and tactical negotiation approaches to negotiation

• Value claiming distributive negotiation strategies

• BATNA, Reserve point, a Target point

• Opening offers, Anchors, Concessions

• Value creating Integrative negotiation strategies

• Sharing information, diagnostic questions & unbundling issues

• Package deals, multiple offers, and post-settlement settlements

• The four possible outcomes of a negotiation

DAY 8

Negotiation Planning, Preparing, and Power

• Wants and needs – distinguishing between interests and positions

• A three-step model for negotiation preparation

• Your position, their position, and the situation assessment

• Understanding the sources of negotiating power

• Altering the balance of power

• The power of body language

• Understanding thoughts from body language

• Dealing with confrontational negotiators

DAY 9

Mediation skills – a powerful negotiation tool

• Communication and questioning

• Active listening in negotiation

• ADR processes – putting negotiation in the context

• Negotiation, Mediation, Arbitration, and Litigation

• Mediation is a facilitated negotiation

• Techniques of the mediator - practical mediation skills to help resolve disputes

• Working in negotiation teams

• Mediation in practice – mediation exercise

DAY 10

International and Cross-Cultural Negotiations

• International and cross-cultural negotiations

• Cultural Values and Negotiation Norms

• Advice for cross-cultural negotiators

• Putting together a deal

• Team international negotiation exercise

• Applying learning to a range of organizational situations

• Summary session and questions